The job of Director of Sales is executed satisfactorily when:
The hotel achieves its Financial Objectives.
The Sales team that the person is responsible for achieves their revenue objectives.
The person achieves their personal objectives.
The TTTT is carried out to the satisfaction of both Director of Sales & Marketing and Director of Sales.
At Kempinski, Talent Development is a management responsibility and consequently an integral and important part of our Managers’ daily activities. The Director of Sales fulfils their role as a Talent Development Ambassador when:
They actively support and implement Talent Development initiatives as a part of their daily activities.
They identify Training talents in their department and throughout the hotel as per below definition* and actively support their career development.
They support and initiate transfer, cross exposure and task force assignments for their team.
They personally conduct TTTTs with their team on a regular basis and take personal interest for their talents’ development plans.
They recruit and select potential talent according to current and future department, hotel and Kempinski’s needs including conducting interviews for positions in their department.
Key Responsibilities
Assist the Director of Sales & Marketing during preparation of the yearly revenue & expense budget.
In consultation with the Director of Sales & Marketing, establish and direct the organization’s financial, administrative activities and operational procedures to ensure the yearly revenue and expense budgets are achieved.
Prepare and submit relevant administration in a timely and accurate manner such as sales call schedules, sales call reports, monthly reports of the sales team to Director of Sales & Marketing.
Ensure all Sales personnel have sales targets, personal sales plans and a personal incentive.
Ensure all Sales personnel are registered in the K Star programme and submit the monthly status to the programme leader.
Formulate strategies in order to run an effective Sales team.
Follow up on weekly sales reports from all professional sales team members for presentation to the Director of Sales & Marketing.
Monitor all outstanding balances on all department accounts and follow up with all professional sales team members in a timely fashion.
Work closely with all professional sales team members in the preparation of personal sales goals on a monthly, quarterly and annual basis and complete a report and analysis at the end of each month.
Replace the Director of Sales & Marketing during their absence.
Understand, follow and communicate the company sales vision.
Promote the action of cross selling of other Kempinski Hotels with all sales colleagues.
Responsible for ensuring all enquires are responded to within 24 hours.
Responsible for organising team building activities.
Responsible for building and maintaining good relations with all Kempinski Sales Offices.
Responsible for greeting all site inspections at the Hotel.
Responsible for the conversion ratio of the Group Department.
Be aware of all market trends and check with Director of Sales & Marketing for urgent action.
Carry out duties, projects and other assignments as required by the Director of Sales & Marketing.
Be aware of all fire, health, safety, emergency and security procedures in the hotel.
Attend the international fairs, road shows maintain and build strong relations during these events.
Use empowerment and give the team the chance to take initiative at all times.
Provide guidance to team members at all times.
Develop organizational commitment: Take care of the team’s morale, motivation, loyalty and motivation.
Build trust and team work.
Identify new trends, recruit and develop new talents together with the Director of Sales & Marketing.
Set priorities, develop managerial work strategies (e.g.: use of delegation), establish necessary methods to track and monitor to ensure effectiveness.
Set performance standards, linking budget to performance, reporting results and holding the sales team accountable for results.
Be a role model for all team members in terms of work & life balance, time management, dedication to guest engagement, dedication to quality work.
Analyse performance of the sales team, address strengths and improvement areas in order to improve effectiveness.
Train, develop and coach team.
Follow up on achievements of the team and properly recognise the success of team members.
DAILY:
Seek out and target new customers and new sales opportunities, initiate action plan to approach and secure new business for the company.
Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company’s strategic goals.
Develop and / or maintain and improve business relations with all customers of the company.
WEEKLY:
Attend weekly Yield Meetings.
Attend weekly Sales & Marketing Meetings.
Responsible for reading the weekly sales call reports and give necessary guidance if / when needed.
Conduct sales calls with the Sales team.
During the Director of Sales & Marketing’s absence attend weekly promotions meeting.
MONTHLY:
Responsible for ensuring all monthly reports are sent to the relevant people.
Additional responsibilities and tasks can be added at any time according to the needs of the business and of the hotel.
Skills, Knowledge and Expertise
NATIONALITY: Eligible for a working permit in country of hire.EDUCATION: Diploma in Business Administration, specialized in Marketing; University Degree 1st cycle/ Bachelor Degree. EXPERIENCE: Minimum of three (3) years international experience in a managerial position in a 4/5 star hotel in Sales & Marketing. LANGUAGE: Ability to work and communicate in a multinational environment:Local language – excellent oral and written skills (as applicable)English – excellent oral and written skillsAdditional language - beneficial COMPETENCIES: To fill this position the candidate must have:
Negotiation skills
Selling skills
Knowledge of food production and service procedures
Organisational skills
Developing others
Problem solving & decision making
Adaptability / flexibility
Influencing others
Target and results oriented
Initiative
TECHNICAL COMPETENCIES: Computer literacy adapted to the field of Sales:
Strong computer skills, including Microsoft Office, (Excel/PowerPoint/Word)
Micros Fidelio Opera and Sales & Catering
INDIVIDUAL CHARACTERISTICS: To fill this position the candidate must identify with the Kempinski core values, in addition they should be especially:
Sales Director